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Sales Strategy

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Marketing Effectiveness

 

  • Identify the core elements of the business and coach your team to build a sales culture to include how to hire, develop talent, retool and train

 

Discovery Assessment (complimentary)

 

Building a Team Sales Culture

 

  • Current State-to-Future State gap analysis around sales talent, processes and strategy

  • Detailed report of findings, areas of development for marketing / sales framework, and best practices to determine repeatable business models

 

  • Provide thorough analysis of building personas and filtering your database to align for outreach.

 

OUR SERVICES

Sales Performance

Sales Effectiveness

 

Sales Coaching

 

  • Sales Structure Assessment

  • Sales Competency Assessment & Sales Leadership Coaching

  • Sales Motion, Solution Framework, and Compensation Strategy

  • Sales Methodology Training

  • Comprehensive Sales Playbook

 

  • Individual and Team Coaching by Business Unit/Leader

  • Forecast accuracy process and tools

  • Effective Account Segmentation & Compensation Strategies

 

Sales Operations

Current State Analysis

 

Identification of gaps in sales operations

 

Sales execution

 

  • Documentation on current sales operations in place including prospecting, lead generation, cross-team communications, pipeline management, and execution

 

  • Communication between and within teams

  • Hand-off of information and deliverables

  • Processes in place and new processes

  • Identification of stages in the pipeline

  • Execution against the customer promise between the sales cycle and the customer expectation (this can include inventory, service, timelines, pricing, value etc)

Sales  Measurement & Motivation

Support and reinforce positives sales behaviors

 

Develop and motivate sales leadership in the field

 

  • Review current definition of sales stages within the organization

  • Review Customer Relation Management system integration with team, ensuring that it is a tools for team’s success while not being overly burdensome or cumbersome

  • Review and identify potential areas for enhancing current sales goals and success metrics

 

  • Develop real-time and interactive sales dashboards to help motivate sales leadership across the organization

  • Motivate sales teams with a real-time leaderboards

  • Create an open culture and competitive nature to drive team’s sales behaviors

Identify Whitespace Opportunities

 

  • Identity and track sales against daily and monthly targets to reach organization goals

  • Track new demo calls, trials, trial to win conversation rates, etc.

Marketing Strategies and Campaign Measurement

Support and Enhance Marketing Efforts

 

  • Review current marketing strategies regarding Digital Marketing, Social Media marketing, Email Marketing and SEO

 

Develop Product/Organizational Visibility

 

  • Identify and implement metrics for measuring marketing outreach against collective organizational and sales goals

  • Identify gaps and opportunities for delivering higher impact to the bottom line through marketing efforts and campaigns

 

Knowledge & Data Management

Organizational KPIs / Revenue Growth

 

  • Review existing organizational KPIs

  • Identify opportunities for supporting and enhancing metrics such as:

    • Sales Revenue Growth

    • Avg MRR (Monthly Recurring Revenue) By Account 

    • Trial to Win Conversion Rates

    • Product Uptime

    • Account Retention Rate

    • Seat Retention Rate

    • %Daily Average Users

    • New Support Tickets

    • Open Support Tickets, etc

 

Managing Sales Objectives Against Business Goals

 

  • Identify opportunities for supporting and enhancing metrics such as:

    • Sales Revenue Growth

    • Average MRR (Monthly Recurring Revenue) By Account

    • Trial to Win Conversion Rates

    • Product Uptime

    • Account Retention Rate

    • Seat Retention Rate

    • %Daily Average Users

    • New Support Tickets

    • Open Support Tickets, etc

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Managing Change

Managing the change process

 

Talent assessment

 

  • Adding new sales people

  • Adding geographies

  • Adding new products

  • Dealing with competition

 

  • Identifying current and future skills needed to succeed

  • Assessing current skills within your organization

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